Managing Strategic Alliances

Course Objectives:

This programme is designed to familiarise executives with the strategic rationale for strategic alliances, how to negotiate with partner companies, and managing joint organisations where the personnel of the partner companies work together and have to make joint decisions. Executives will learn about the benefits and costs of collaborations, as well as risks from the perspective of each ally.

For Indian companies in particular, alliances and joint ventures are a common method for acquiring technology, reaching into foreign markets and gaining synergies from the complementary contributions of both companies. This is true for the Indian market when a foreign firm wishes to tie up with an Indian company. It is also the case when Indian companies seek to expand overseas and need a local partner to acquire foreign knowledge about technologies and markets.

Further, the valuation of intangible assets is a crucial task – not just for accountants, but for strategists and negotiators – so that each partner's contribution to the alliance can be properly assessed, and compensation flows designed, or shareholding allotted, in case of a joint venture.

Programme Hightlights:

• Rationale for Alliances
• Negotiating the Agreement
• Role of Risk and Trust in Managing Alliances
• Learning in Alliances
• Valuation of intangible assets
• Leadership behaviour in Alliances
• Role of Alliances in Disruptive Innovation